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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and developing high-performing sales teams, with a strong focus on building and executing sales strategies in the B2B tech sector. Proficient in managing complex sales processes, including pipeline management and forecasting, while fostering executive relationships with mid-market clients.
Highest-signal resume keywords
B2B Tech Sales ExperienceSales Playbook DevelopmentPipeline ManagementTeam LeadershipConsultative Selling
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales StrategyTerritory DesignSegmentation FrameworksForecasting RigorDeal-Desk ProcessesMEDDIC/MEDDPICC MethodologySales EnablementCoaching and DevelopmentAccountability for ARR TargetsHigh-Growth Environment Experience
Soft Skills
Exceptional CommunicationExecutive PresenceCollaborationCoachingPassion for AI and Legal Profession
Industry Keywords
Mid Market SalesB2B SalesLegal ServicesProfessional ServicesSales Operating CadenceCustomer SuccessHigh-Value Customer RelationshipsNorth America Market PresenceSales MotionGlobal Consistency
About the role
Key responsibilities & impact- Lead frontline managers and own the regional Mid Market number for North America
- Build a repeatable, high-performing go-to-market engine across legal and professional services
- Set strategy, build structure, and stay close to the field on critical deals
- Define Harvey's North American market presence and shape its sales motion
- Hire, lead, coach, and develop Mid Market Sales Managers across North America
- Drive accountability for net-new logo and expansion ARR targets
- Own and evolve the NAMER Mid-Market playbook, including ICP, segmentation, qualification, deal stages, discounting, deal-desk guardrails, and forecasting cadence
- Implement and maintain sales operating cadence covering onboarding, enablement, coaching, pipeline generation, and deal execution
- Drive regional sales strategy, territory design, coverage models, and go-to-market execution across the U.S. and Canada
- Own forecasting and pipeline health and provide accurate reporting to senior leadership
- Hire, coach, and retain managerial talent and build a leadership bench
- Partner with EMEA and APAC mid-market leadership on global consistency and NAMER localization
- Develop executive relationships with high-value Mid Market customers
- Collaborate with marketing, solutions engineering, legal, and customer success
- Represent NAMER Mid Market in global planning, headcount discussions, and strategic initiatives
Requirements
What you’ll need- 10+ years of B2B tech sales experience
- 4+ years hiring, managing and developing sales managers or senior individual contributors
- Demonstrated success leading a regional or multi-market sales organization in a high-growth, early-stage environment
- Strong track record selling complex software to enterprise or mid-market clients using a consultative, value-based methodology
- Experience building or scaling a sales playbook, including segmentation, qualification frameworks such as MEDDIC/MEDDPICC or equivalent, territory design, and deal-desk processes
- Fluency with pipeline and forecasting rigor, including stage-by-stage forecasting and pipeline coverage ratios
- Exceptional communication and executive presence
- Genuine passion for Harvey's mission and interest in AI, knowledge work, and the legal profession
- Ability to work from the San Francisco office 3 days per week
- Legally authorized to work in the country where the role is located
Benefits
Comp & perks- Equity plan
- Comprehensive health, dental and vision coverage
- Retirement benefits with 401k match up to 4%
- Flexible PTO
- Opportunity for personal, professional, and financial growth
- OTE 50/50 compensation structure